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Study Indicates Insurance Industry Is Unprepared for Autonomous Cars

July 28, 2015

Audi-Autonomous-TTSBy 2020, most automakers and suppliers believe that driverless, or autonomous, cars will be readily available to the American consumer.  Already, Google Inc. and Delphi Automotive Plc have successfully tested driverless cars on the roads in Silicon Valley.

The insurance industry, however, is less convinced and more skeptical, according to a study by KPMG, Automobile Insurance in the Era of Autonomous Vehicles Survey. Read more…

Using “Temptation Bundling” to Accomplish Tasks without Procrastinating

July 21, 2015

Financial-Executive-RiskProfessor Katy Milkman, University of Pennsylvania, truly wanted to exercise more.  But she left her job each day feeling exhausted and drained.  By the time she arrived at home, all she wanted to do was curl up on the sofa and read a book or watch television.

“I struggle at the end of a long day to get myself to the gym even though I know that I should go. And at the end of a long day, I also struggle with the desire to watch my favorite TV shows instead of getting work done.  And so I actually realized that those two temptations, those two struggles I faced, could be combined to solve both problems,” said Professor Milkman. Read more…

Avoid Awkward Prospecting Using These 3 Steps

July 15, 2015

investigateGetting to know a prospect with a small conversational gambit (or device) can contribute tremendously to your professional success.  You have to dance a little, conversationally, before plunging into a deeper level of communication that can elicit credibility and believability.

Conversation is a progressive ladder – and you cannot get to someone’s deepest thoughts until you climb up the first few rungs.  Read more…

The Essential Customer Acquisition Tool

June 30, 2015

business strategyFar too many agents and brokers try to compete on price or product as evidenced by talking to prospective clients about the “traditional bidding process.”  Unfortunately, when price becomes the dominant factor in a relationship, commoditization quickly follows, eliminating the opportunity to become unique and distinguished from the competition. Read more…

What’s Your Client’s Potential?

June 23, 2015

“Growth Solution” by renjith krishnanPotential:  (adj.) capable of being or becoming; possibility

In the Reach Your Peak program, Beyond Insurance coaches work with producers to close the gap between performance and potential. Similarly, in working with a client or prospect, a producer’s primary job is to see what could be – not just what is.  This key differentiator often separates the successful from the transactional producer.

How do you discover a business’ risk mitigation potential? Read more…

Five Practical Tips for Better Prospecting

June 16, 2015

 “Recruitment” by Vichaya Kiatying-AngsuleeThe 2013 Independent Producer Survey showed that the majority of producers (55%) consider prospecting their #1 challenge. It beat all other obstacles, such as clients’ lack of understanding around the need for insurance (34%), negative opinions of insurance products (25%), and product affordability (22%).

Instead of viewing prospecting as a trial, try these five practical tips that will make your prospecting more disciplined, enjoyable, and successful: Read more…

Three Steps for Living Up to Customer Expectations

June 2, 2015

“Clipboard With Check Mark ” by David Castillo DominiciAre you living up to the expectations your customers have for you and your team?  These expectations are the key differentiators between developing a long-term raving fan client and a short-term, unengaged customer.

Think about the complete package of products, services, resources and solutions available to your clients.  Then, look at the graphic below.  In which quadrant do you fall into? Read more…

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